RE: Could there be news tomorrow30 Jul 2021 09:53
I’ve been a visitor to this board (and previously the ii forum) for several years and I’m part of what I’d like to think is a silent majority that doesn’t post much (or maybe that's just me) but I would like to dampen some of the concerns regarding the lack of orders so far.
As someone involved on the technical side of specifying and requisitioning power generation equipment on behalf of an end customer, I can only give testament to the amount of time it takes to go through the bidding and evaluation process up to eventual order placement. In my industry (oil and gas) a very good outcome would be to have bids generated, received and evaluated, and an order placed within 3 months of an enquiry, and that would be for standard, proven kit (small turbine or gas/diesel engine). 6 months would not be unusual, nor would 9 months, especially if an end user doesn’t really know what it needs, or keeps changing its spec, requiring a supplier to re-tender. I am aware that in other industries the process can take even longer, especially when selling to the public sector.
In this case, with AFC’s fuel cell system, the customer is buying in to novel technology, and is starting from a point where it doesn’t have any expert understanding of what’s in the box nor what it has to provide outside the box to make it all work. The customer ought to do its own due diligence into the technology. The extent to which the customer will do this depends on the criticality of the intended application and the resources available to do the work. This would involve assessment of technical readiness and qualification status of the overall equipment and key components. The customer might ask for independent studies, such as FMECA, to understand consequences of component failure. At the end of all this, once the technical/procurement team is ready to recommend a supplier’s equipment for purchase, then there are budget holders and their operations staff to be convinced – all of which takes TIME.
Adam Bond has told us in June (?) that he has several qualified enquiries on his desk. That is good enough for me, as an investor, for now. Now we have to wait and be patient for AFC and the potential customers to do their work.
GLA